Developing a strong sales program is the most critical aspect of any business. Without effective sales strategies, companies will not be able to compete and grow. Sales professionals must learn how to implement proven sales tactics that work. These sorts of sales tactics do more than just help them to close individual sales; they help to …
18 Proven Sales Tactics That Work in Any Industry Read More »
Before you meet with a person, you should do a little homework. Making identification an automatic habit will help ease this step and better your skills. First do some research to learn about the person and their background, reputation, and even quirks. The more you know about the person before you meet him or her, …
Identify Types – Know What Kind of “Difficult” You’re Up Against Read More »
An article by Cynthia Crossen from The Wall Street Journal a few years back reported that, “Most people speak at a rate of 120 to 150 words a minute, but the human brain can easily process more than 500 words a minute, leaving plenty of time for mental fidgeting.” Herein lays one of the great …
In a previous post we discussed a negotiation tactic that we refer to as “Higher Authority”. Have you ever found yourself in a situation where you’re in the process of solidifying a deal and the person you’re dealing with has got you handshake away from completion and then drops the infamous line, “This looks good, and …
The Bluff is the single most difficult tactic to identify. It occurs when the other side says things such as: “I have no room to move”; “That is the best I can do” or “I have a competitive bid that is 20% cheaper.” Most people trust that the other side is telling them the truth …
Imagine this: you reach an agreement in a negotiation and the other side says: “I will send you the contract.” You gladly accept as it means less work for you. Unfortunately, many times the language in the contract may differ slightly from your understanding of the prior agreement. You suggest several changes and the other …
Recall when you were a young child gathered with your friends. You’re all in deep discussion about what game you’ll play together. Timmy suggests dodge ball, Susie offers a board game, and you too like the board game idea. Thus, your and Suzie’s democracy votes board game, while Timmy angrily refuses. Eventually, Timmy gives you …
People may use three types of tactics to make you concede your pricing. They may start with “Give me a ballpark price;” “You have to do better than that;” and “Let’s Split the Difference.” Each of these is difficult to handle, and when combined throughout a discussion of price, they can create a “triple-whammy.” Let’s …
Sometimes you may find yourself in a situation with two or more participants on one team, you’ll notice one partner acting very cordial and empathetic, where the other partner is extremely temperamental and demeaning. The “bad cop” threatens you and probably declares that there is “no reason to continue conversations.” Once you begin to fear …
Have you ever found yourself in a situation where you’re in the process of solidifying a deal and the person you’re dealing with has got you handshake away from completion and then drops the infamous line, “This looks good, and now I’ll just have to ask my boss/client/wife/committee if this is acceptable before it’s final.”? …
3600 Clipper Mill Rd, Suite 228
Baltimore, MD 21211
410-662-4764
sni@shapironegotiations.com
Copyright © 2020 Shapiro Negotiations Institute